APAC Digital Solutions Sales Leader

Job Title: APAC Digital Solutions Sales Leader
Contract Type: Permanent
Location: Singapore
Reference: WD30129516294
Contact Name: Gloria Fang
Contact Email: gloria.fang@jci.com
Job Published: November 09, 2021 12:00

Job Description

Who We are 

Johnson Controls is the global leader for smart, healthy and sustainable buildings. At Johnson Controls, we’ve been making buildings smarter since 1885, and our capabilities, depth of innovation experience, and global reach have been growing ever since. Today, we offer the world’s largest portfolio of building products, technologies, software, and services; we put that portfolio to work to transform the environments where people live, work, learn and play.This is where Johnson Controls comes in, helping drive the outcomes that matter most. Through a full range of systems and digital solutions, we make your buildings smarter. 

Sustainability is a top priority for our company. We committed to invest 75 percent of new product development R&D in climate-related innovation to develop sustainable products and services. We take sustainability seriously. Achieving net zero carbon emissions before 2040 is just one of our commitments to making the world a better place. 

Please visit and follow Johnson Controls Pacific linkedin for recent exciting activities. 

JCI APACLinkedin: https://www.linkedin.com/showcase/johnson-controls-asia-pacific/ 

What you will do:

Responsible for delivering secured orders and secured margin for Digital Solutions in APAC. Develop key strategic collaboration with customers and ecosystem partners to grow Digital Solutions. Work very closely with the local Account / Sales and Solution Architect teams and sales & customer executives across LOB’s and Stakeholders out of country to develop pipeline and Secured Sales. Work closely with global Digital Solutions, Product Management and Technology Solutions teams to develop and sell innovative digital solutions that can deliver meaningful outcomes for customers. Work hand in hand with Enterprise Account Team and Services Sales Team in the region to drive growth strategy for Digital Solutions in APAC. Keep Company leadership apprised of market / industry activity and trends, including new solutions, process improvements and technology which could empower the sales team. Member of APAC Sales Leader Team (SLT) to drive profitable growth thru JCI growth vectors including de carbonization, suitability, Healthy Buildings and Openblue solutions.

How you will do it:

•    Be on the forefront of understanding and being able to communicate JCI’s Digital Solutions strategy and vision in this new technology direction. 
•    Be a subject matter expert for the field sales and commercial teams.
•    Having the ability to build in depth business expertise in the underlying and associated technologies and architectures. 
•    Working in conjunction with JCI Global Product and the field teams to determine gaps in go to market strategies. 
•    Provide product expertise with business value for customers including return on investment and IT/OT analysis that best fits the business needs of our customers. 
•    Contribute to the development of content and messaging that emphasizes JCI’s Digital Solutions strengths in the market and resonate with both the field and customers.
•    Ability to execute on a business plan to gain market share, build solid relationships with customers and internal constituents. 
•    Develop deep trusted adviser relationships with Business Decision Makers by actively understanding customer business pains, requirements, strategic growth objectives, industry trends and providing business-value-outcome-based solutions 
•    Develop, drive, manage and lead a disciplined opportunity execution plan with a diverse pursuit team of experts, SMEs, pre-sales resources and partners geographically dispersed and virtual both internal and external to JCI 
•    Responsible for managing customer requirements, leading workshops, analyzing business requirements and driving functional and technical solutions 
•    Owns the customer technical interaction throughout the entire lifecycle of a project from the requirements phase, to the configuration and testing phases. 
•    Defines and drive solutions across multiple business functions, processes, and technical domains
•    Has experience in at least two of the 4 contributing architecture disciplines: business analysis, applications/systems engineering, data/information architectures and technical architectures
•    Conduct workshops with customers on-site to gather and document "as is" and "to be" business process and solution design requirements 
•    Translation of business requirements into solution concepts in closed alignment with the Business Analysts, Domain Experts, Data Scientist and Developers

What are we looking for: 

•    Minimum 10 - 15 years experience working within software sales leadership role
•    Should understand both JCI’s Digital Solutions offering as well as competitive offerings in the industry and be able to successfully position against the competition both dedicatedly and reactively. 
•    Should understand financial models and be able to both develop and comprehend complex ROI/TCO analysis. 
•    Formal training in sales techniques preferable 
•    Demonstrable track record of successful solution and outcome-based selling 
•    Demonstrable experience selling complex solutions to executive management.
•    Proven track record of develop and nurture customer C-suite relationship and strategic partnerships
•    Demonstrated organizational credibility in achievement of profitable growth over an extended period of time. 
•    Demonstrated leadership and change management ability in coordinating different parts of the organization to achieve success 
•    Should be able to influence resources cross functionally and work in a matrix management hierarchy. 
•    Ability to work well with team members and collaborate effectively across the extended account team or teams.


JCI's Diversity & Inclusion 
Our dedication to diversity and inclusion starts with our values. We lead with integrity and purpose, focusing on the future and aligning with our customers’ vision for success. Our High-Performance Culture ensures that we have the best talent that is highly engaged and eager to innovate.  Our D&I mission elevates each employee’s responsibility to contribute to our culture. It’s through these contributions that we’ll drive the mindsets and behaviors we need to power our customers’ missions. You have the power. You have the voice. You have the culture in your hands.  

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